Practical Sales Training™ > How To Convert > The Next Appointment Effect

What is it?

The Next Appointment Effect is all about securing the next appointment with a client (and thus the next purchase) whilst they are with you for their current appointment.

Why does it work?

It works because it makes the next appointment/purchase a more convenient option. Whilst your buyer is there with you, they are connected to the value you are providing and they can quickly and easily schedule an appointment without going back and forth on phone and email.

How can you use it?

Depending on your offering, if you have an appointment driven or regular engagement driven business model, could you incorporate a natural extension to your current process? “let’s book your next appointment whilst we’re both here with our diaries.” This small change can have a big impact if implemented correctly.

Example:

A hair stylist finishes a client’s appointment and says:

“Let’s get your next cut booked now – how does six weeks from today sound?”

They pull up the calendar and confirm the date on the spot.

Why it works:

The client is already satisfied and in a positive mindset
It saves them the effort of remembering to book later
It keeps your calendar fuller, reduces cancellations, and increases repeat business

This works just as well for:

Dentists
Coaches
Therapists
Service providers with recurring needs

See also